Can Sales Uncertainty Increase Firm Profits?
The authors add to the sales management literature in three ways. First, they demonstrate that a firm can benefit from higher sales uncertainty. This is contrary to the finding from the standard principal-agent models that more sales uncertainty hurts the firm when agents are risk-averse. Second,... Full description
|1st Person:||Niladri Syam|
|Additional Persons:||James D Hess; Ying Yang|
in Journal of marketing research : JMR Vol. 53, No. 2 (2016), p. 199
|Type of Publication:||Article|